“How To Coach A Salesperson You Do Not Trust!”
Have you ever employed someone with character faults? Of course you have because no one’s perfect. Right? But what do you do when you make a mistake and hire someone who…
Enjoy Winning A National Championship By Recruiting The Best
Jeremy Pruitt was just selected as the University of Tennessee’s next football coach He has coached in multiple college programs that have won national championships. He has been mentored by…
How To Know If A Person Is Best Suited To Sell Or Recruit For You
People are different – their brains work differently. Some are mechanical engineers like my oldest son. Others find they have a great compassion for nursing, or carpentry or financial management.…
When Recruiting Or Coaching, Remember The Connection Between A Hard Work Ethic And Gratitiude!
When I was very young and still an only child, I remember my first Christmas. Everything was beautiful – the decorated tree, the lights and the gift-wrapped presents. It seemed…
Costs, Causes, And Cures For Salesperson Or Sales Rep Turnover In A Sales Force – Part II
COSTS … When sales managers, entrepreneurs, business owners, and CFOs think about turnover costs, they think about hard costs first. So, I’m going to start this discussion going against the grain. …
Costs, Causes, And Cures For Salesperson Or Sales Rep Turnover In A Sales Force – Part I
THE 3 MOST IMPORTANT ISSUES … Today, I searched the internet for information on how to retain salespeople and for good discussions about salesperson turnover. I wanted to know what…
Coaching Salespeople: The Management Of HABITS!
I recommend a couple of new books for Sales Managers or Leaders wanting to get better coaching, managing, or leading salespeople into higher performance habits and greater professionalism. 1. The Power…
Sales Management: Coaching Salespeople NOT Commanding Them!
Recently, I ran across an article by Michael McIntyre entitled “Try Coaching Instead of Commanding.” Michael is the director of the University of Tennessee’s Professional MBA program. His article began…
The Power Of Purpose When Selling
What’s the purpose of a salesperson at your company? To sell phones, software, advertising, widgets, services and products, and to sell them above a magic number? Years ago I attended…
Leading Salespeople Through Change To Sales Goal Achievement
“Life is Difficult.” This is the first sentence of The Road Less Travelled written by Dr. Scott Peck in 1978. He writes that when people realize this truth this understanding leads to…